SBI Wayforge™ Segmentation

Align Talent to Growth and Execution

Identify which customers and prospects create the most growth
and focus your sellers and marketing teams where it matters most.
Replace guesswork with predictive, data-driven account prioritization.

Identify which customers and prospects create the most growth and focus your sellers and marketing teams where it matters most. Replace guesswork with predictive, data-driven account prioritization.

The Segmentation Challenge

Leaders don't know which accounts represent the highest value or immediate opportunity. Segmentation is outdated, sales teams chase the wrong accounts, and resources are spread too thin. Traditional ICP definitions are vague, territories are misaligned, and pipeline quality suffers, leading to slower growth and wasted GTM investment.

These challenges are not unsolvable. They stem from treating segmentation as a periodic project instead of a continuously learning system. SBI Wayforge™ Segmentations transforms this effort into dynamic prioritization, using real-time signals to align ICPs, territories, and GTM execution around where growth is most likely to occur. It shifts you from static segmentation to dynamic segmentation.

Static Segmentation

Manual, outdated models

Segmentation work takes months, becomes stale in weeks
Vague ICP definitions

Inconsistent targeting across sales and marketing
Misaligned territories

Resources spread thin, growth slows

Dynamic Prioritization

Continuously updating

Multi-signal view of account value and potential
Data-driven ICP

Predictive fit and probability modeling
Aligned GTM teams

Sales and marketing work from one unified account list

How It Works

SBI Wayforge™ Segmentation unifies internal performance data with external market signals to identify ideal customer segments and rank accounts by revenue potential.

Data-Driven ICP Model

Analyzes historical wins, revenue quality, and retention to define your Ideal Customer Profile based on what actually drives results, not assumptions.

Predictive Account Scoring

Multi-factor scoring across fit, potential, intent, and likelihood to convert. Accounts are continuously re-scored as new signals arrive.

Priority Tiers & Working Lists

Tiered lists of accounts for new logo pursuit, expansion, and retention. Sellers see exactly which accounts to work this quarter and why.

Key Differentiators

Dynamic Segmentation

Provides a continuously updating, multi-signal view of account value and potential vs. static segmentation models that are outdated in six months.

Unified Internal & External Signals

Ingests CRM performance data, product usage, revenue history, intent data, firmographics, whitespace opportunity, and more—not just one or two data sources.

Predictive Fit & Probability

Instead of ranking accounts only by TAM or historical revenue, SBI Wayforge™ predicts where future growth is most likely to occur.

Integrated with GTM Planning

Output feeds directly into territory design, quota setting, and coverage models. Traditional consulting firms do not integrate this way.

Use Cases

Identifying High-Value ICP Segments

Analyzes historical performance, revenue patterns, and external signals to determine which customers produce the best returns and should be your primary focus.

Prioritizing Prospects by Conversion Probability

Predictive modeling identifies accounts with high intent and strong product-market fit, focusing outbound and marketing on likely converters.

Improving Territory Design

Aligns territories based on account potential rather than geography alone, resulting in balanced workloads and higher productivity per rep.

Finding Whitespace in Existing Accounts

Identifies expansion potential based on product usage, buyer behavior, and firmographic signals—revealing upsell and cross-sell opportunities.

Aligning Sales and Marketing

Both functions work from one unified account list, reducing waste and improving conversion by ensuring everyone targets the same high-value accounts.

Optimizing GTM Resource Allocation

CFOs and CROs allocate headcount, marketing spend, and enablement resources to segments with highest ROI and growth potential.

Expected Outcomes

Increase pipeline quality by focusing demand generation on the most valuable accounts
Improve win rates by giving sellers a more targeted, higher intent set of accounts to work
Boost seller productivity by reducing time spent on low-potential accounts and noise
Lift territory yield by aligning territories to real opportunity and balancing workloads
Reduce cost of acquisition by investing GTM dollars where conversion and LTV are highest
Improve forecast quality because pipeline is built from higher probability accounts
Accelerate revenue growth by concentrating effort on segments that generate the best returns